If you’re tired of chasing leads that ghost you or never had a budget in the first place, you’re not alone. Sales teams burn a lot of time on dead ends, and let’s be honest—most “AI-powered” tools promise the moon but leave you with more noise than signal. This guide is for B2B sales folks who want to cut through the fluff and actually use Mylighthouse to spot high intent leads—the ones most likely to buy.
Let’s get into the nuts and bolts without any hand-waving. If you want a theory piece, look elsewhere. This is about getting your team real results.
Step 1: Get Clear on What “High Intent” Means for Your Team
Before you even log into Mylighthouse, figure out what “high intent” looks like for your business. The tool is only as smart as the signals you tell it to look for.
Ask yourself: - What actions do your best customers take before buying? (e.g., multiple website visits, price page views, demo requests) - Are there job titles or industries that close faster? - How long do leads usually take to move from first touch to close? - What’s not a good signal? (e.g., generic newsletter signups, one-off webinar attendees)
Pro tip: Talk to your best closers. They usually have an instinct for what “real” interest looks like.
Step 2: Set Up Your Data Sources in Mylighthouse
Mylighthouse isn’t magic—it needs data to work. The more you can feed it, the better it’ll spot patterns.
Connect these (if you can): - CRM (Salesforce, HubSpot, Pipedrive, etc.) - Website analytics (Google Analytics, segment tools) - Email marketing platforms (Mailchimp, Outreach, etc.) - Ad platforms (LinkedIn, Google Ads)
Why bother with all this? Because high intent isn’t just about what people say, but what they do across all touchpoints. If you only plug in half your stack, expect half-baked insights.
What to skip: Don’t hook up every dusty data source “just because.” If you haven’t touched that old webinar tool in a year, leave it out. Bad data is worse than no data.
Step 3: Define Your High Intent Signals in Mylighthouse
Here’s where most teams get it wrong: they trust default settings. Don’t. Mylighthouse will suggest “common” signals, but generic signals yield generic leads.
Customize your intent signals: - Set up rules for key actions (e.g., visited pricing page + requested demo = high intent) - Weight signals by importance (Demo > eBook download) - Exclude low-value actions (e.g., unsubscribes, generic whitepaper downloads)
Example signals that actually work: - Multiple visits from the same company domain in a week - C-level or decision-maker titles interacting with sales content - Prospects who ask about pricing or integrations - Repeat engagement with product comparison pages
What doesn’t work: Social likes, generic content downloads, or any activity from students/job seekers. Filter these out early.
Step 4: Use Mylighthouse’s Lead Scoring—But Don’t Blindly Trust It
Mylighthouse will spit out a lead score. Treat this as a starting point, not gospel.
What to do: - Regularly review the highest-scored leads—does the list “feel right”? - Adjust your signal weights if the same tire-kickers keep appearing at the top. - Use the scoring to prioritize outreach, not replace your team’s judgment.
Pro tip: Set up a weekly “lead review” with sales. Surface the top 10 leads, ask if they seem promising, and tweak your criteria based on feedback.
Don’t chase the score: A perfect 100 doesn’t guarantee a sale. Use the score to focus your team, not to replace common sense.
Step 5: Nudge, Track, and Learn—Iterate on What Works
Identifying high intent leads is only half the battle. Now, work them:
- Assign your best reps to the highest intent leads. Don’t spread your team thin.
- Track what happens: which leads reply, which go dark, which actually close.
- Use Mylighthouse’s reporting to spot patterns. Are certain signals better predictors than others?
What to ignore: Vanity metrics like “emails sent” or “calls made.” Focus on conversations started and deals moved forward.
Quick wins: - Set up alerts for when a hot lead takes a key action (like booking a demo) - Use personalized, relevant outreach—reference the actions they took, don’t blast generic emails
Step 6: Rinse, Repeat, and Don’t Get Lazy
No tool is “set and forget.” The market changes, your ICP evolves, and buyer behavior shifts. If you want to keep surfacing real high-intent leads, you’ll need to revisit your setup regularly.
Monthly checklist: - Review your top 20 closed-won deals. What signals did they trip? - Prune signals that aren’t moving the needle. - Add new data sources if your team adopts new tools. - Gut-check: Ask your reps which leads felt like a waste of time—then see how they scored.
Caution: Don’t overcomplicate things. If you find yourself drowning in signals and rules, pull back to what’s actually working.
Honest Take: What Works, What Doesn’t, and What to Ignore
What actually works: - Clear, simple definitions of “high intent” based on real sales data - Tight feedback loops between sales and marketing - Regular tuning of your signals and sources
What doesn’t: - Blind faith in AI or default lead scores - Overloading the system with every possible data point - Chasing every “maybe” lead instead of focusing on the best bets
Ignore this stuff: - So-called “intent” signals that are just noise (social likes, low-value content, random form fills) - Endless dashboards and reports that don’t drive action
Keep It Simple and Keep Moving
Don’t let perfect be the enemy of done. Start with the signals you know matter, set up your Mylighthouse filters, and get your team working the best leads. Tweak as you go. The sales teams that win aren’t the ones with the fanciest tools—they’re the ones who keep things simple and keep iterating.
Now, go find those buyers who actually want to talk. And if you trip over a few duds along the way? That’s just part of the game.